I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics) sometimes do not motivate customers. Attempting this approach can undermine trust you have worked hard to build. The answers to how to create […]
Tag: #increasesales
How a pipeline helps you sell more
Why is having a pipeline to track opportunities important? You are likely juggling priorities, making selling one of many responsibilities. This could help make the most of the time you invest in selling. Value of a pipeline The idea is to get you thinking about these opportunities. Having key information on one page can be […]
Turning “pilots” into revenue
It is relatively easy to start a “pilot” with a prospective client…particularly if it is at no charge. The common challenge…how to get the client to start paying. Some thoughts on how to get you more comfortable doing so… Create a document to manage the pilot Developing a document that outlines the pilot will help […]
Starting a conversation with a new client contact
If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you. Build Rapport […]
Video – Orchestrating a successful follow-up meeting
I recently worked with Prepare 4 VC to share some ideas with their community on this topic. Here is an overview and the video…READ BELOW and WATCH! Overview You provided a demo for a potential client, and they have agreed to a follow up meeting. Goals for the follow up meeting should be: Now what? […]
Clients picking apart your pricing?
Clients will frequently want to know about pricing as early as possible. How you present your pricing can directly impact the rest of the conversation with the client. How to eliminate getting picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line. This puts you […]
Grow your pipeline rapidly – Connect with partners!
Have you been grinding away at trying to grow your pipeline? Taking a look at where you are trying to find opportunities can sometimes give your effort a boost. Is most of your effort directly with customers? How about looking at partners that you collaborate or co-exist with in your customers? Be a collector of […]
Why invest time supporting others
While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable. Ted Pizzo, Senior Vice President – Lockton Companies does an incredible job providing value for many in this way. More about Ted’s approach and how investing some of your time may […]
Why double your effort this summer
During a normal year people are on vacation for some portion of the summer, including your competition. This year, as you would expect, may have more people looking to take a break. The translation could be MORE opportunities for your business…why? Competitors may assume customers are on vacation Many sales reps assume that customers are […]
Deals getting close but not closing?
You have made progress in the customer seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed? What is the customer saying? […]